The Brief
A manufacturer of specialist building materials contacted us to recruit an Area Sales Manager covering the South of England. The company had been running their own recruitment efforts but was finding it difficult to attract candidates with the right mix of market knowledge and sales experience. Many applicants lacked exposure to selling into merchants and contractors, which was a key requirement for this role. With sales growth slowing across the territory and competitors becoming more active in the region, the business needed a skilled sales professional who could protect existing market share while driving new business opportunities
The Process
We met with the UK Sales Manager to gain a detailed understanding of the product portfolio, which included insulation systems, roofing materials, and complementary building envelope solutions. We also clarified the company’s route-to-market strategy, which relied heavily on merchant partnerships alongside direct engagement with contractors on site. It was clear the successful hire would need to bring established relationships with leading merchants, the ability to manage a large and varied territory, and experience providing on-site technical support to ensure product specification and installation best practice.
Our search targeted professionals from both direct competitors and specialist distributors already operating across the South of England. We used targeted headhunting to engage candidates with a proven record of securing orders through merchants, influencing contractors, and managing significant regional accounts. We prioritised individuals who could demonstrate consistent sales performance, solid technical knowledge of building envelope systems, and the flexibility to balance both commercial and technical demands in the field.
We presented the client with a shortlist of three qualified sales professionals, all of whom had direct experience in the sector and a strong understanding of the construction landscape in the South of England.
The Result
The client appointed an Area Sales Manager with a track record of success selling insulation systems and building envelope solutions across the South. The successful candidate brought an extensive network of merchant contacts, existing contractor relationships, and a clear strategy for winning market share in the region. This allowed them to begin delivering results within weeks of starting, including securing additional orders from previously underperforming accounts. The recruitment process was completed in just 16 working days, ensuring the company could quickly regain momentum in a competitive market.
What the Client had to Say
“The candidates were spot-on for our market. Mase knew where to look, and the individual we hired has already delivered positive results.”
